Titlebook: Negotiation: From Theory to Practice; Jacques Rojot Book 1991 Jacques Rojot 1991 accounting.conflict.management.organization.strategy

Gratulate

Gossamer

The Tasks in Negotiatingf the environment, strategy, tactics, style, the management of stages finally have to be expressed, converted into behavioural attitudes. This chapter will deal with actual behaviour at the bargaining table. The multiple aspects of behaviour involved in negotiating involve the following:.

Incumbent

The Selection of a Strategyinto contact with each other. It belongs therefore to the second step, the process. In this chapter we will examine the elements to be considered to complete the choice of a strategy among several options, resulting from the combination of the determinants discussed above.

byline

o‘ manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.978-1-349-11445-0